Archive for the ‘Deals Making & Closing’ category

5 Useful And Proven Ways To Start The Next Round Of Your Negotiations Excellently

October 26, 2008

After a few days of heavily packed seminar sessions, I’m updating this blog again. However, the next round of super intensive training is just about to come up soon. Nonetheless, I know that my life is just about to get even more exciting and the ride has just become more sensational. *Wink 😉

I was pleased that the participants remembered what I taught them a week ago. This particular run of “Effective Negotiation Skills” training was slightly different from the usual in the sense that it had a one week break. Both sessions were conducted on Saturdays, full day. Hence, with the one week break, participants were requested to review and practice their skills. I glad they had displayed how to apply the negotiation skills and strategies taught in my training.

And since negotiation can, from time to time, take more than one meeting; it becomes imperative that we understand how to restart the negotiation talks effectively and excellently.

Here are some proven ways you can begin your next round impressively:

1. Rebuild the rapport.

2. Review the previous agreement with tact and diplomacy.

3. Attribute credits to your counterparts when credits are due.

4. Start the session with sincerity.

5. Promote the sharing of long term views for mutual benefits.

(Source: wekie.com)

5 Truths You Must Know About Winning The Inner Game OF Negotiation And Deals Making

October 18, 2008

Yesterday saw the completion of the 2 day Negotiation and Conflict Resolution training for a very popular multi-national corporation. I’ve always enjoyed conducting such trainings and handling the questions because they are usually challenging, tough yet so prevalent in our lives.

It’s never an easy task especially when negotiation skills seem to be needed almost at every turn and nearly every facade of our life. This requires us to raise our game of bargaining to a much higher level, especially for the ambitious. For it is through negotiation that many productive and profitable deals can be made. Progress is therefore dependent on your bargaining success.

To set you on a winning negotiation advantage, you’ve have to know the truth in playing the inner game:

1. Negotiation is a test of your mental strength and dexterity.

2. Negotiation requires you to compete on thinking speed and pushes creativity limits.

3. You have to possess superior sensory awareness and acuity to win the game.

4. Negotiation demands of you to attain emotional balance.

5. The one who can exercise greater linguistic fluency wins the game.

(Source: wekie.com)

When Your Negotiation Gets Tougher: 5 Ways To Turn The Tables In Your Favor

October 12, 2008

Two days ago, I wrapped up another session of the very rigorous “Effective Negotiation Skills” training. This training on Negotiation directly addresses the urgent needs of today’s working professionals regarding their personal lives and work careers. Checking on my schedule and bookings, there are already more runs of Negotiation training on the cards in the coming weeks.

It is often likely that the negotiation and the flow of communication will get tougher before it gets better. In this case, fret not. (You better fret not.)

Here are some of the ways to turn the tables in your favor:

1. Always remain steadfast whenever the situation gets tougher.

2. Clear your mind of negativity. You cannot afford to have these thoughts at all, certainly not at this moment.

3. Listen out for the incongruence in the other party’s communication. These provide clues to the ‘cracks’ on their stand.

4. Highlight to increase or decrease their values as your bargaining chips. The more of such ‘chips’ you have, the better your position is.

5. Get the firm assurance and commitment. A nodding of head will not suffice.

(Source: wekie.com)

How You Can Negotiate For A Long Term Win? 5 Ways To Achieve The Long Relationship Through Negotiation

September 20, 2008

It’s an intensive weekend for me today as I conducted a full day of the in-house “Effective Negotiation Skills” training for a company. I admire the fact that despite today being Saturday, an official non-working day for most, they turned up in full force. And this is still Day 1. In exactly one week’s time next Saturday, I will be conducted Day 2 of this workshop, where I will teach them the various negotiation strategies and the advanced techniques of bargaining.

When you are in business, you should aim to see things through for the long term. After all, not many people want a fly-by-night business relationship if constant cash flow and profit is the ultimate aim.

Therefore, here are some ways you have achieve the long term relationship with effective negotiation:

1. Aim for win-win and appreciate this position of interest bargaining.

2. Ensure that both find value in working with each other.

3. Maintain that relationship, and make it special.

4. Create a constant compromise that allows both party to gain continuously, hence there is always incentive to keep working together.

5. Take the intangibles into account. It’s not just about money. It often beyond the cash.

What Sales And Negotiation Are Not…

August 17, 2008

Yesterday was Day One of the Effective Negotiation Skills training. Although the full day training was being held on a Saturday, I was pleased that the participants were enthusiastic with the training and understood the importance of negotiation in their work and daily lives.

All of them, who were managers of the same company, took an active role in making the learning in-depth, interactive and introspective. They had also added to the fun behind the teachings and the joy of training. This is definitely most admirable. While Day Two of this training is one week away, I trust that they will practice as much as possible wat they have learnt thus far during this whole week of work.

A part of the initial training deals with taking on a more useful understanding and paradigm of sales and negotiation. I often help the participants to better comprehend and appreciate the real nature of these important skills and their true meanings within

Hence here are some points on what sales and negotiation are not:

1. It’s not just about getting what you want, it’s about first helping your clients or other party to get what they want.

2. It’s not just about price, it’s also about the other intangibles within the deals.

3. It’s not just about facts and numbers, it’s about the way you present them.

4. It’s not just about talking, it’s your personality, your impression and your presentation skills that count.

5. It’s not just a mere listing of items, it’s really about the negotiation strategies and tactics within that play a big part of your success.

When you begin to experience a shift in the paradigm regarding sales and negotiation, you will begin to notice how sales and negotiation can be much easier and effective. In this way, your success level in selling and negotiating will Excel Beyond Excellence!

What Must You Look Out For When You Negotiate?

August 6, 2008

Over the last past 2 days, I’ve been conducting the intensive training on “Effective Negotiation Skills”. This training of mine is so well-received that another class has to be conducted too. It’s specially designed to be rigorous and informative yet highly practical and applicable to the real world of negotiation, deals making and sales.

When the participants demonstrated signs of improvement, it always brings a sense of satisfaction to mind. It’s always a reminder to me that as their trainer, I’m committed to making the training work for them and ensure that they can walk out with the skills taught.

During negotiation, there are plenty of dynamics that occur. What we must pay attention to involves the following 3 main areas:

1. Signals of interest

2. Words of Precision

3. Triggers of discomfort and anxiety

It takes practice to read people and judge the outcome well. Do practice often with your coach or mentor to improve your observation skills. Then go out and get some deals done. May you Excel Beyond Excellence!

What You Need In Order To Negotiate The Impossible

June 5, 2008

There comes a time where every negotiator may have to face his own Goliath. That’s like a near impossible negotiation situation or a gigantic counterpart who appears unconvinced. It happens. It just happens.

However, just because it seems unlikely that a deal will occur wouldn’t imply you need to give up. You can always seek to change the way you do things. Because in negotiations, so many elements come into play and so much dynamics occur within. You just have to change.

For the past 3 days, my participants and I have been working and discussing on really tough negotiation situations. In this particularly intensive training, “Effective Negotiation Skills”, the duration has been expanded into 3 full days instead of the usual 2 days. I led these leader-participants to work on the dynamics and intricacies of negotiations and deals making. The intend was to allow the participants to discover the fine art of negotiation within and be empowered to enter into negotiations with various parties. Their generous sharing and participations made the session all the more meaningful and fun.

And from these trainings and real-life encounters, here are the key things you will need when you want to negotiate the impossible and with the impossible:

1. Guts and courage. You just got to have them.

2. Awareness of the dynamics of the negotiation, the situation, the background and the other parties. Your awarenss will require you to further analyzie in your mind how things will proceed from there.

3. Rationality. Keep your mind clear no matter how pressurizing it is or how demanding the other party is.

4. The ability to associate, disassociate and re-associate. This has very much to do with gaining superb advantage over the other party. You get to connect with emotion, yet keep your thoughts stable.

5. Quick wit. This is extremely vital for comebacks in negotiation. It’s a requirement for top-notch negotiating. What do you do when sacarsm and insults are hurled at you? How do you react when sensitive issues are brought up? And can you make a life changing decision when demanded? You will face all these with less than 10 seconds to reply.

6. Sharp tongue. Not only must your wit be quick, so must your tongue. Being sharp in replying takes the key advantages away from the other party and into your mouth, err.. your hands. Learn to speak well.

7. Accurate reading skills. You must read the changes and the non-changes well. Things become very dynamic once you meet up with each other. The party who can read better and respond accordingly has the huge upper hand.

8. Challenge the paradigm. Everyone comes into negotiation and deals making with their own paradigm and perspectives of how things should be. You’ve got to be able to challenge these inner opinions and further convince them why these paradigms should allow room for accommodation. The question is… dare you challenge?

9. Coolness. Now I don’t mean be cold. Coolness and coldness are different. Coolness tends to attract people to you while coldness repels. Unless it’s a reversal strategy, let the other party know that you can handle them, no matter what. Be cool.

10. Sincerity. Behind the coolness, lies the irony. You have to be emotional enough to let them feel your sincerity; and that you truly want to establish a win-win relationship with them… for the long term. Let them know it. And let them feel it.

Negotiating the impossible is no mean feat. It’s hardly a walk in the park. It sets the standard and requires the best out of you. Face it and work on it. That’s how you Excel Beyond Excellence!